Methodology
A major benefit of the Strategic Sales Program is that it follows a tried, tested and constantly refined methodology. This means that all clients gain the learning from literally hundreds of high-profile sales situations, and the result is predictable and reliable.
Our consultants work with your experts to test existing information, and through challenge and interaction bring out new information. They ask the difficult questions and they know what works in a sales situation so they are not fobbed-off with weak answers. Every one of our consultants has worked at the sales "coal-face", so they know what salespeople need. They also have knowledge of your market, so they can contribute their own perspective.
The result is a methodology that adds substantially to your understanding of the solution and how it should be sold, creating powerful sales knowledge that could not be obtained in any other way.
Research
We review your existing sales material and compare your offering with publicly available material on the competition. How are you presenting your solution - technical detail, features and functions or propositions and benefits? From this we establish a benchmark of your sales maturity for this solution.
Workshop
Our consultants lead a group of your key experts through an intensive one-day workshop designed to clarify, formulate, and derive agreement on sales messages and product positioning. Your experts will often arrive with different, incomplete and perhaps conflicting views. Through questioning, challenging and debating the SfS consultants uncover new information and lead you to consensus.
Analyse
The workshop yields great information, but too much! At this stage we compare, contrast, rank and sort in order to distil the mass of information down to the essential few key points that will have the biggest impact on sales success.
Deliver
Now we have developed the winning strategies, tactics and messages the SfS team creates and delivers the materials, tools, events and activities that will enable your salespeople to sell this solution at maximum effectiveness.
Measure
You want to know what impact the sales enablement campaign is having. All our projects include measurement stages so you can validate the cost-effectiveness.
Update
The world does not stand still. You will want to update and improve your sales enablement campaign because:
- salespeople will be out there gathering valuable selling experience and you want to capture and share their new ideas
- the market will evolve and you want to re-tune your messages to address the latest market priorities
- your solution will change and you need to keep salespeople up-to-date
This is why Strategic Sales Program materials include 12-month's free maintenance, so they are always up-to-date. At the end of the first 12 months we recommend our Ongoing Support Program which provides for a new workshop and a complete refresh of the materials.
Does it work? Find out what our clients have to say